Don’t fall into the trap of working reactively to build pipelines. Instead, focus on strategic sales planning. The best sales teams I’ve worked with took this approach to ensure they use their time wisely. Here are their best practices.
Most sales managers know their salespeople are pulled in a million different directions. Here are 3 ways to make sure they spend their precious time on high-value sales activities.
“My customer is different. The market/industry I sell to is different. The procurement process is different.” Here are a few reasons why sales reps need to stop saying this.
New sales reps have access to a ton of training, documented case studies, and information on best sales practices. But why am I still seeing new sales people make the same bad mistakes as their predecessors?
Many of us sales people are road warriors. As I sit, AGAIN, in the airport waiting for my delayed flight, I remember the pains of travel. Delays, cancellations, and the waiting. Isn’t travel glamorous?
Sales teams always need a bit of tweaking and coaching. But when consistently poor sales performance and bad morale take hold, sometimes you have to decide whether or not it’s time to replace your sales manager.
You’re stretched thin and pulled in a million directions. You have tons of stuff on your plate with only so much time. And your to-do list just keeps getting longer and longer. Here are four easy things you can do to conquer your busy day.
If your customers routinely expect big discounts at your quarter-end or year-end, then it may be time to retrain your customers. You may have inadvertently trained them to do this! Here are some tips to turn that around.
When you’re in sales, you know that talking about money is a necessity. But it’s not uncommon to be just plain uncomfortable with any kind of conversation about money, which can hold you back. Here are two common scenarios.